What Really Scares You? -- DeWese

Prospectoraphobics come in two varieties. Some salespeople simply haven't been trained to prospect for new business. They can overcome the phobia if they are armed with some account development knowledge. Still others, however, and unfortunately, suffer from two other sales maladies: waddaidonextophobia and stukindaboxaphobia. These phobics can be identified easily because you will hear them ask, "I called the prospect twice and they didn't call back. What do I do next?" Or, you might hear them say something like, "The prospect said she already has three printers and now I'm stuck."